The importance of partner relations in international business : case study between Finnish distributor and Chinese exporters
Dong, Peng (2010)
Dong, Peng
Savonia-ammattikorkeakoulu
2010
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201101191522
https://urn.fi/URN:NBN:fi:amk-201101191522
Tiivistelmä
The objective of this thesis was to explore how foreign partnership between distributor and exporters were managed. The case study is used from the perspective of a Finnish importer’s experience doing business with four Chinese exporters. The project was commissioned by EN Oy, which is a construction machinery trading company in Finland.
The partner relationships were reviewed from the perspective of both foreign distributor and exporters. Assessment criteria were based on determinants of channel relationship and role performance factors. The research included interviews, questionnaires and company internal material analysis. The data in the research was collected through direct contact and managers who are in responsible positions in each company.
The result shows that the partnerships between EN and the Chinese exporters are stable but in the preliminary stage. Further in-depth communication and management integration in marketing feedback, setting prices, service support and joint promotion would help to enhance the partnership. After EN received feedback from this research, action has been taken to contact these suppliers for improving cooperation. Some positive results have already shown. Further effects of the development efforts remain to be seen in the near future.
The partner relationships were reviewed from the perspective of both foreign distributor and exporters. Assessment criteria were based on determinants of channel relationship and role performance factors. The research included interviews, questionnaires and company internal material analysis. The data in the research was collected through direct contact and managers who are in responsible positions in each company.
The result shows that the partnerships between EN and the Chinese exporters are stable but in the preliminary stage. Further in-depth communication and management integration in marketing feedback, setting prices, service support and joint promotion would help to enhance the partnership. After EN received feedback from this research, action has been taken to contact these suppliers for improving cooperation. Some positive results have already shown. Further effects of the development efforts remain to be seen in the near future.